Case Study: Global B2B Tech Company achieves $10M revenue growth (25% increase) and 23% higher rep productivity with Cien's TrueAI GTM Suite

Global B2B Tech Company - Customer Case Study

Global B2B Tech Company, a PE‑owned global B2B tech firm selling a hospitality marketing solution with an average ACV of $30k, was struggling with rep performance: 80% of revenue came from 25% of reps, many reps sold $0 in certain markets, ramping success after 12 months was only 25%, and average rep productivity was $300k. The company engaged Cien and implemented Cien's TrueAI GTM Suite to diagnose and address these issues.

Cien used peer-based performance analysis and GTM Suite metrics to identify chronic underperformers, terminate long-tenured non‑starters, and roll out weekly coaching plans focused on recent results, pipeline quality, activity time, customer engagement and skills gaps. The program moved the team from 100 to 95 reps, increased overperformers from 10 to 15 (+50%) and reduced underperformers from 50 to 35 (−30%); ramp success rose from 25% to 45% (+80%), average customer engagement increased 10→15 hrs/week (+50%), pipeline coverage improved 3.5X→4.5X (+28%), and rep productivity grew 300k→370k (+23%). Revenue rose from $40M to $50M (+$10M, 25% growth), with $5M of that growth attributed to this rep performance transformation led by Cien.